Vice President Sales of NAM

Overview

Vice President of Sales – North America

Location: Nationwide (Remote U.S. & Canada)

The Vice President of Sales, North America, is the principal revenue driver responsible for accelerating One Identity's market leadership in the high-growth identity security sector across the U.S. and Canada. This executive leader will define and execute an aggressive Go‑To‑Market (GTM) strategy, leveraging high‑touch enterprise sales motions, strategic alliances, and a robust channel partner network to deliver scalable, sustainable revenue growth.

The successful VP is a dynamic, data‑driven leader who thrives on building high‑performance teams and translating cutting‑edge security technology into tangible business outcomes for Fortune 1000 clients.

• Develop and execute a comprehensive North American sales strategy aligned with corporate objectives, focusing on high‑growth areas within the identity security landscape.
• Analyze market trends, competitive dynamics and customer insights to identify and capture new growth opportunities.
• Build precise annual and quarterly sales forecasts, set aggressive revenue targets, and refine go‑to‑market plans that ensure market share expansion.

• Lead, mentor, and scale a high‑performing, multi‑tier sales organization, including regional sales directors, account executives, and inside sales teams.
• Establish clear performance expectations, data‑driven KPIs, and competitive compensation plans that drive accountability and reward high performance.
• Foster a culture of accountability, collaboration, continuous improvement, and a commitment to customer success.

• Own the full sales cycle for enterprise, mid‑market, and strategic accounts, with a strong emphasis on “land and expand” strategies utilizing One Identity's broad portfolio (IAM, PAM, IGA, AD Management).
• Drive robust pipeline development through direct sales efforts, strategic channel partnerships, and close alignment with demand‑generation marketing teams.
• Collaborate closely with Marketing, Product, Finance, and Customer Success to ensure seamless execution and exceptional customer experience that drives high Net Revenue Retention (NRR).

• Build and maintain executive‑level relationships with key customers, prospects, and top‑tier partners, engaging directly with CISOs, CIOs, CTOs, and IAM architects.
• Articulate complex value propositions, translating technical identity security solutions into compelling business outcomes focused on risk reduction and operational efficiency.
• Represent the company as a key spokesperson at industry events, trade shows, and executive‑level customer meetings.
• Grow and manage strategic alliances with key technology and channel partners (VARs, SIs).

• Oversee sales operations, ensuring exceptional forecasting accuracy, robust CRM hygiene and clear, actionable reporting.
• Implement world‑class sales methodologies and enablement programs that improve efficiency, conversion rates, and decrease rep ramp time.

We are looking for a proven executive leader with a track record of achievement, not just tenure.

• Deep Domain Expertise: 10+ years of progressive enterprise sales leadership experience ideally within the Identity & Access Management (IAM) or broader Cybersecurity software industry, with at least 5 years leading multi‑region teams in this specific space.
• Proven Quota Attainment: Demonstrated history of consistently exceeding multi‑million dollar annual quotas and achieving significant (25%+) YoY growth in highly competitive enterprise software markets.
• Executive Leadership: Proven experience managing a distributed, second line of management (Directors and above) across North America.
• Market Knowledge: In‑depth understanding of the North American GTM landscape, buyer personas (CISO, Risk & Compliance, Infrastructure), and key channel dynamics.
• Skills: Excellent interpersonal, negotiation, and executive communication skills with an innate ability to build C‑level trust.
• Travel: Ability…